General Manager - Sales and Distribution Fintech CEO's Office at MTN

Mission/ Core purpose of the Job: 

• The MFS Sales & Distribution will support the Chief Officer: Financial Services to implement and drive the Sales and Distribution strategy for Financial Services.

RESPONSIBILITIES
Key Job Responsibilities

• Drive agent network Strategy
• Drive and ensure agent management structure & strategy
• Merchant recruitment processes, structure & strategy
• Merchant management processes, structure & strategy
• Distribution in the regions (trade development representatives) and in MTN SA’s service centers
• Drive field activation
• Systems for recruiting agents, processing applications, and training new agents
• Efficient use of analytics to boost performances
• Ensure float requirements are correctly set and maintained.
• Trade marketing support:
• Agent branding and merchandising
• Merchant branding and merchandising
• Customer education and protection role
• Audit all activities end-to-end are performed adequately and according to the rules (trade audit)
• Trade marketing support
• Training 

Strategy Development and Implementation

• Deliver business goals set by EXCO and in accordance with overall OpCo strategy
• Ensure and drive the  development of Financial Services in general and Mobile Money in particular follows strategic growth plan, with the provision of a clear direction and structure
• Expand and manage the distribution and merchant network
• Put on the market products and services of the highest quality, as soon as possible

Staff Leadership and Management

• Source, induct and nurture talent in accordance with MTN guidelines
• Ensure open communication channels with staff and implement change management interventions where necessary
• Provide definition of roles, responsibilities, individual goals and performance objectives for the team
• Set ‘SMART’ KPIs and provide regular performance feedback through a well-defined and implemented performance review program
• Develop and implement a training plan in order to build and develop skills within the team
• Drive performance management in accordance with HR policy and legislation
• Drive leadership  and  skills development of the  team
• Promote a ‘MTN centric’ and ‘partnership approach’ to develop strong relationships with other working groups and ensure adherence to Group governance

Governance

Adhoc, Operational and Tactical Meeting

• Set up / participate in adhoc and operational meetings
• Participate and provide input into tactical meetings
• Ensure regulations are always complied with, through strict respect of rules set up by regulators

Escalations

• Manage and resolve escalations that have impact on critical path of service delivery
• Escalate issues that will result in significant time, scope, employee/customer or cost impact if not resolved
• Manage and provide solutions to issues that require formal resolution

Opco Operational

• Set up and manage project status meetings; manage budgets
• Ensure Financial Services Sales and Channels business processes are implemented and used efficiently
• Work closely and effectively with GSM’s Sales and Distribution to improve distribution performances

Performance

• Review and evaluate performance of own staff against agreed KPIs
• Assess and monitor plan for continuous improvement
• Review performance of distribution management agencies against agreed KPIs
• Review SLAs

Reporting

• Report on a regular basis to the Head of Financial Services about progress made and potential issues, all in accordance with the measurement metrics set by the OpCo
• Develop and produce daily, weekly, monthly, quarterly and annual reports as and when required
• Report on an adhoc basis on specific management requirements as and when necessary
• Track daily performances and achievements against targets and KPIs. Report to top management and team to improve strategy implementation

Budgets

• Manage Financial Services Sales and Channels budget in line with business objectives
• Make sure to operate within budget and that operations are cost-effective, in line with a least cost operating strategy
• Develop business case and motivate for additional budget and resources when required

QUALIFICATIONS
Education / Business Degree

• 4 years degree in Business or related field / MBA advantageous
• Proof of continuing education through courses, personal development and seminars desirable
• Fluent in English

Work Experience

• Minimum of five 5 to 8 years’ Distribution Management experience (with a proven track record and attention to detail) in relevant industries (Mobile Money distribution, FMCG, GSM distribution…)
• Minimum of 3 years’ experience continuously managing a distribution-oriented team towards success in relevant industries (Mobile Money distribution, FMCG, …)
• Demonstrated commitment to getting the job done
• Strong operational experience in field visit to understand the day-to-day growth of the network
• Strong experience in expending and managing the distribution of a mass market product or service
• Demonstrated experience in building a distribution network from the start and managing its expansion
• Worked across diverse cultures and geographies advantageous
• Strong experience in customer data a big plus

Training / Certifications

• Any mobile money-related training is considered a plus

Industry(ies)

• Telecommunications (Mobile Money Distribution, GSM Distribution) / FMCG / Distribution Management agencies